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Abbott Improves Its Commercial Processes by Leveraging SAP CX Solutions

Key Takeaways

• Abbott standardized and customized their sales processes across five countries using SAP Sales Cloud, enhancing efficiency and consistency.

• The integration of SAP Sales Cloud improved inventory visualization, automated order-taking, and standardized bidding, boosting productivity and service quality.

• SAP Sales Cloud provided comprehensive tools for the entire sales cycle, optimizing commercial opportunities and increasing visibility for Abbott.

Abbott is a leading, multinational health sciences company that creates diagnostics, medical devices, nutrition and branded generic pharmaceuticals.

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Abbott is a leading, multinational health sciences company that creates diagnostics, medical devices, nutrition and branded generic pharmaceuticals. The company’s main goal was to streamline their sales systems and optimize results for their sales teams in Argentina, Chile, Colombia, Bolivia, and Peru. Since each of these countries had their own process, the objective was to create a new business model that standardized practices while incorporating the requirements for each country.

The Challenge

Abbott recognized the potential for growth in their commercial business but faced challenges due to varying tools used by their sales teams. After careful consideration, they found SAP Sales Cloud to be the best tool to unify their processes and achieve their goals. Abbott’s needs included a more user-friendly inventory and order visualization, automating order-taking processes to increase productivity, improving service quality and times to customers, standardizing bidding processes, and implementing traceability throughout the sales process.

The Approach

SAP Sales Cloud integrates into every step of the sales cycle: lead and prospect identification, follow-up of sales activities, scoring and qualification, reports, quotations, and orders. The implementation of this solution created harmony among the tools that were utilized in Abbott’s back office.

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The Impact

SAP Sales Cloud integrates into every step of the sales cycle: lead and prospect identification,  follow-up of sales activities, scoring and qualification, reports, quotations, and orders. The implementation of this solution created homogenization of the tools that were utilized in Abbott’s back office.

Following best practices of the industry, this solution was customized for each country while still being unified with the overall process. Due to customization, sales teams now have access to functionalities they did not have previously. Additionally, these tools are in compliance with the technological and security audits. With an increased response rate to commercial opportunities, this process was able to be optimized and provide greater visibility for Abbott.

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